Do You Know What To Say To Your Prospects?

If you are like the average agent, your biggest fear when it comes to marketing is knowing what to talk about.

It causes so much anxiety that it’s easier to say nothing.

When you don’t have conversations, you don’t stay top of mind. Not only do your prospects forget about you, but so do your clients.

Before you know it, the pipeline is thinning. And your friend just got a home under contract with the builder’s agent because they got a “better” deal.

You can’t afford that, especially with a slowdown in real estate sales just around the corner.

What do you do? Check out this familiar story.

Gordon was trying to write a song about love. He already wrote the bass line and was looking for inspiration.

Going nowhere quickly, he got up and started walking around the room.

He was strumming his bass, taking steps and singing the words, “Walking around the room.”

It’s kind of funny if you picture it in your head.

What he was trying to do is put into words how you feel when you fall in love. He knew in the past, some of his best songs came to him while he was afoot.

So he didn’t stop. He kept on walking.

While his conscious mind was focusing on the physical movement, his subconscious was focusing on solving the problem. Finding the words to exactly describe how he felt, metaphorically.

When suddenly these words dropped into his mouth, “Walking on the Moon. Feet they hardly touch the ground. Walking on the Moon.”

If you haven’t guessed by now that young man was Gordon Sumner, aka Sting.

For Sting, it was walking which helped him solve the problem. For me, it’s driving a familiar road.

Whatever it is for you, you need to tap into it when you need a story idea or hook. Occupy your conscious mind with minutiae until you find the right words to say.

Once you have the message, all you need is an outline to get your point across. And that’s what you’ll find in Chapter 3 of Kill Cold Calls.

I call it the email pattern, but you can use it to tell entertaining, short stories that get people to take action. And it works on any platform: Social, Video, Blog Posts, Ads, Belly-to-Belly…you name it.

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